Managing for the Future

“The most effective way to manage change effectively is to create it.” — Peter Drucker Long-term success for any business is predicated on its ability to change and this maxim is especially true in the financial services industry. Although many firms perceive themselves as being leaders of change, the reality is very different. The truth […]

Company Culture Clash

“To develop yourself, you have to be doing the right work in the right kind of organization.” — Peter Drucker It’s a common scenario in our industry: An experienced originator with a solid book of business is hired but fails to produce at the new company. Why? One of the reasons is a clash of […]

Consulting with the Front Lines

“Neither studies nor market research nor computer modeling is a substitute for the test of reality.” — Peter Drucker When creating value for the customer or eliminating any waste in the sales arena, too often what I see is that each group in a company (marketing and sales in particular) comes out with a definition […]

Sales Talent Trumps All

“Know the strengths of each person you hire.” — Peter Drucker Last week I noticed an increasingly common scenario in our industry: inconsistent sales performance from an established sales staff. One manager I spoke with had recently been hired to oversee numerous branches over a multi-state region. Six months later, the individual realized that there […]